Cultivate enterprise software opportunities by understanding customer requirements, designing solution architectures, delivering product demonstrations, developing proofs of concept, and overcoming technical obstacles during the sales cycle. Manage technical account strategy, proposals, follow-up, and deal signoff while collaborating with sales, product management, engineering, and executives. Provide product feedback and communicate technical value as business value.
We are the leading provider of policy-driven information risk management (IRM) software for large enterprises. Customers include prominent enterprises in Aerospace & Defense, Financial Services, and High-Tech Manufacturing and Engineering. The flagship data protection and entitlement management products, Enterprise Data Protection and Compliant Enterprise®, combine with the CloudAz XACML-based policy management platform with integrated content-aware and identity-driven enforcement technology to offer a comprehensive information risk management solution.
The Senior Sales Engineer will work with the sales organization to cultivate new opportunities and sign new customers. This person will drive technical account strategy, architect innovative solutions, and overcome technical obstacles to win deals.
This position requires a seasoned pre-sales professional with solid technical skills who is passionate about innovative technology and can communicate technical value as business value.
Key Responsibilities
Responsibilities
- Understand prospects’ business and technical requirements and craft an overall solution vision demonstrating fit and value.
- Create innovative technical solutions in a pre-sales environment.
- Develop and deliver compelling demonstrations of software and related applications, demonstrating the business value of product capabilities.
- Develop proof-of-concept applications and tools to assist in closing deals.
- Manage sales follow-up, meetings, proposals, and internal account planning through the sales cycle.
- Work closely with the executive team and sales team to develop account-planning strategy.
- Drive the technical deal signoff process with Sales, Product Management, and Engineering.
- Provide feedback to Product Management and Engineering on improving existing products and developing new products.
Skills, Knowledge and Expertise
Requirements
- 5-10 years of field or technical sales experience in enterprise software.
- BS degree in Engineering or Computer Science.
- Proficiency in one or more of the following areas:
- Microsoft solutions and platforms
- SAP ECC and S/4HANA
- SAP ERP
- Siemens Teamcenter
- Security software
- LDAP / Active Directory
- Identity Management
- Digital Rights Management
- Knowledge of security infrastructure.
- Strong product presentation skills.
- Experience with demos and POCs.
- Experience with multiple cloud platforms including AWS, Azure, and GCP.
- Experience with modern technologies like containers, Kubernetes, and serverless functions.
- Good customer interaction skills.
- Ability to work independently.
- Strong written and spoken communication skills.
- Strong organizational skills with attention to detail.
- Willingness to travel.
About
Stone Hendricks Group is a direct-hire search firm that brings together years of experience and a diverse range of talent to connect businesses with exceptional job candidates. With a focus on timely and effective recruitment, we understand the power of a well-formed employee base in helping businesses achieve their goals. We offer our services to businesses of all sizes, providing qualified candidates for blue- and grey-collar roles, as well as white-collar and executive positions. The success of our direct-hire search process is driven by our advanced training, proprietary technology, and extensive network across industries. At Stone Hendricks Group, we value integrity and prioritize connectedness, commitment, and candor in our interactions with both employers and job seekers. Our clients consider us trusted advisors, relying on the highly personalized service we provide and our ability to find candidates that are an ideal fit for their unique needs. Choose Stone Hendricks Group for unsurpassed direct-hire search services that match successful organizations with talented job candidates.
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